Job Description – Regional Sales Manager

Position               :Regional Sales Manager

Division               : Sales

Reporting to        :National Sales Manager

Employee Type   :Permanent

Location              :Johannesburg

PURPOSE OF THE ROLE:

To provide commercial direction and leadership to the business to ensure maximum sales of the Inland region through focus on business drivers, including customer service, achievement of sell out and wholesale numbers, implementation of Brand standards in the retailer landscape, team leadership and performance of the Inland sales team.

ROLES AND RESPONSIBILITIES:

Sales Management

• Monitor Region’s performance vs. budgeted numbers (compare retailer by store vs. national picture).
• Analyse and evaluate the Regional actual sales results against the set target for the relevant period; ensuring that appropriate actions are in place to drive sell-out with the team.
• Analyse areas of underperformance and initiate the appropriate intervention for corrective action to minimize future negative sales impact.
• Partner with marketing to ensure tools are provided to drive sell-out and build the brand – ensure optimum usage of trade marketing tools with the sales team.
• Ensure that instore execution reflects the brands positioning and expectation of the business.
• Execute launch and promotional activations and plans to ensure: Targets, profits and positions are achieved across the business.
• Agree training plan with Training Managers, monitor and feedback training needs.
• Anticipate and address obstacles that hinder maximum sales generation.
• Communicate performance results to the National Commercial Sales Manager.
• Conduct regular audits to ensure that all necessary scorecards, policies, procedures, and processes are in place and adhered to.
• Identify and implement new ideas to drive sales.
• Work together with the National Commercial Sales Manager and Marketing Team, to build the Brand and develop regional sell-out strategies.
• Identify problem stores, high performance stores top down – ensure appropriate actions plans to drive sales.
• Collaborate with RDMs and formulate strategies to prioritize and grow nonperforming stores.
• Collaborate with support functions e.g., marketing, events, training, HR, to ensure support and strategies are in place to drive sell-out and build a high performance team.
• Ensure submission of monthly commission reports to all retailers and internal stakeholders timeously.

Customer Service Delivery:

• Manage the implementation of the company’s customer service to our retailer partners.
• Ensure proactive resolution of and take immediate corrective action on out-of-stock-lines in the trade.
• Manage correct implementation of merchandising and planogram guidelines.
• Oversee the management and maintenance of stock in stores to ensure maximum sales potential.
• Ensure correct and timeous implementation of launches, promotions, and replenishment.
• Ensure correct usage and ROI of promoter pool with service providers to maximise potential within the retail environment.
• Create and implement plans consistent with business objectives.

People Management

• Encourage, implement, and reinforce the company values and leadership principles.
• Ensure an open, motivated, and harmonious work environment.
• Manage the performance of self and all direct reports (formally and informally), ensuring that regular feedback is given/received, coaching, and mentoring on performance is given/received, to enable continuous improvement.
• Be actively involved in individual development plans, develop such plans for all direct reports and ensure that the agreed development interventions are delivered.
• Ensure that KPIs are conducted on all staff to identify the appropriate performance management requirements.
• Monitor, analyze and manage RDM expenses.
• Guide and support RDMs in driving their required growth via implementation and regular review of the area business plans.

Market/Region Intelligence

• Conduct regular environmental scans of competitor activities (price, product, layouts, and promotions).
• Ensure monthly communications to highlight trends and opportunities in the region.
• Manage and implement best practices to continuously improve performance in the region.
• Provide competitor feedback to Marketing department to ensure relevant insights to development of marketing strategies and activities.

Merchandise Management

• Conduct regular analysis and interpretation of stock management to manage the region’s performance.
• Communicate with National Commercial Sales Manager on stock issues e.g., out of stocks, overstocks.
• Ensure data integrity through effective stock control.
• Oversee new door opening and closing process.

Communication and Stakeholder Management

• Build effective working relationships with key stakeholders to achieve overall brand/business objectives
• Develop and maintain relationships with our key retailers to ensure our respective brands are deemed integral to their business, so as to maximise brand growth, support and exposure in their stores.
• Guide the sales team to work in partnership with all other departments to ensure the smooth day to day running of both the brands and the business as a whole, through regular and relevant communication
• Ensure that brands gain the maximum support across all retailers in terms of distribution strategy (being in the right doors), space, location, visibility, stock support and marketing support
• Drive this skill with direct reports in order to achieve best opportunities with customers

COMPETENCIES

• Deciding and Initiating Action
• Leading and Supervising
• Adhering to Principles and Values
• Planning and Organising
• Delivering Results & Meeting Customer Expectations
• Adapting and responding to change
• Entrepreneurial and commercial thinking
• Persuading and Influencing

Technical Skills:

• Business acumen
• Coaching and developing others
• Excellent communication skills
• Sales and stock management
• Conflict management
• Negotiation skills
• Change management
• Computer proficiency with Microsoft Office, excellent Excel skills.
• Be analytical and be able to analyse data with view of improving productivity as well as looking for opportunities to drive sales.

REQUIREMENTS/QUALIFICATIONS

Matric certificate, preferably with a Business or Marketing or related degree/diploma

5 years Cosmetics and/or Retail operations experience

Proven track record of sales achievement and leadership

Excellent leadership skills

5 years relevant experience

Excellent knowledge of Excel, PowerPoint, and Word

Valid driver’s license

Must have own vehicle

Primary Location: Johannesburg, however travel is required.